tb3 schmidt final 11 3 - promotion optimization institute · analytics tpm# implementation prep...
TRANSCRIPT
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A New Recipe for Improving Integrated Business Planning in Competitive Times
By Bob Schmidt – Director of Customer MarketingACH Foods
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Share ACH Food’s Transformational Journey to improve Integrated Business Planning and
Trade Promotion Effectiveness
Goal Today
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§ ACH Foods Overview
§ Rationale for Business Change
§ Project Phoenix Background
§ Preparing for Change
§ Making it Happen
§ Lessons Learned
§ What’s Next in Our Trade Journey
Agenda
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ACH Foods OverviewCooking Oil
Spices & Seasonings
Baking Enhancements
• ACH is a subsidiary of Associated British Foods
• Part of $20+ billion USD global organization
• Grocery, Agriculture, Retail, Sugar, Ingredients
Business Snapshot
Foodservice
Retail
15%
85%
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Rationale for Business Change
Key Challenges
• Disconnected business processes
• Disconnected systems – manual effort
• Improve trade management
• Lagging visibility hindering decision making
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• Too Much Time• Too Much Effort • Too LITTLE Insights• Too Long to Make Decisions
FRUSTRATION
Rationale for Business Change
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Enable TPM and Integrated Planning by:
§ Leveraging industry leading practices
§ Focus on simplicity – usability
§ Improve trade effectiveness and transparency
§ Increase cross-functional efficiencies & collaboration
§ Improving discussions –”winning with customer”
Project Phoenix Mission
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Project Phoenix Scope
TPM Process Redesign
Cash App / Order MgmtData
Standardization
Vendor Selection
OrganizationalRedesign
Demand Planning
CustomerPlanning
Deductions Management
Marketing
Reporting & Analytics
TPM Implementation
PREP DEPLOY EVOLVE
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Preparing for Change - Process FirstStep 1
Step 2
Step 3
Step 4
As-Is Process Map
To-Be Process Map
Gaps & Requirements
Evaluate Solutions
PREP
• Integrated Planning Process – Annual Planning, Execution, Analysis• Sales, Finance, Marketing, and Demand Planning & Supply Chain• People, Organization Design, and Change Management
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Making it Happen
DEPLOY
AUG2015
DEC2016
MAR SEPT
Data Standardization
TPM: Foundation & Planning
TPM: Settlement
Cash App O.D
POD Automation
SAP BPC – Dispute Mgmt
Change Management
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Keys to Picking the Right Systems
Ease of Use
Functional Fit
Integration
Right Partner
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Change Management
• Constant Communication
• Support the Cultural Shift
• Sr. Executive Support
• Continuous Improvement
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Benefits of Integrated Business Planning
ProcessStandardization Right Products
On the Shelf
OperationalEfficiency
Timely Information
SystemSophistication Consumer Demand
Creation
Pre-Event Analysis Post-Event
Analysis
OrganizationalDiscipline Strategic
Pricing
Trade Effectiveness & Efficiency
Retailer Collaboration
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Lessons Learned
v Keep it Simple to Start
v Think broadly – not just sales
v Ensure cross-functional involvement
v Plan for the unexpected / unknown
v Change is hard and doesn’t have an expiration
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What’s Next in Our Journey – C H A N G ECooking Oil
Spices & Seasonings
Baking Enhancements
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ACH Foods Roadmap
Start Journey
Foundation
Basic Predictive Planning & PEA
Advanced TPO
Strategic Accounts
Collaboration & JBP
Strategic Accounts
EVOLVE
Sales Incentive Redesign
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Congratulations Cubs!!!!